In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of your discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients.

Learn from Charles Green, co-author of the best seller The Trusted Advisor how to deserve and, therefore, earn a buyer’s trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it.

When the landmark best-seller Flawless Consulting was first published more than three decades ago, it was quickly adopted as the "consultant's bible." With his legendary warmth and passion, Peter Block explained how to deal effectively with clients, peers, and others. The book continues to speak to people in a support function inside organizations as well as to external consultants. This thoroughly revised and updated third edition of Peter Block's groundbreaking book explores the latest thinking on consultation.

Well Connected: An Unconventional Approach to Building Genuine, Effective Business Relationships

Achieve your goals by selectively engaging the right people and connecting well with them. Smart executives who want to reach virtually any business goal-from raising capital to finding sales leads to finding the perfect job - know that networking is the key to their success. But traditional networking approaches - meet as many people as possible, amass huge numbers of "connections" and "friends" in your LinkedIn and Facebook networks - rarely produce more than a handful of relationships that pay off.

The Supernova Advisor: Crossing the Invisible Bridge to Exceptional Client Service and Consistent Growth

The Supernova Model is a client service, client acquisition, and practice management model that drives an explosive acceleration in revenue and client satisfaction by capitalizing upon the 80/20 Rule. First implemented by financial advisors at Merrill Lynch - under the leadership of author Rob Knapp - it has grown increasingly popular within the financial services industry.

Power Questions: Build Relationships, Win New Business, and Influence Others

Skillfully redefine problems. Make an immediate connection with anyone. Rapidly determine if a client is ready to buy. Access the deepest dreams of others. Power Questions sets out a series of strategic questions that will help you win new business and dramatically deepen your professional and personal relationships. The book showcases 35 riveting, real conversations with CEOs, billionaires, clients, colleagues, and friends. Each story illustrates the extraordinary power and impact of a thought-provoking, incisive power question.

The Million-Dollar Financial Advisor: Powerful Lessons and Proven Strategies from Top Producers

The best financial advisors are well equipped to succeed regardless of market conditions. Based on interviews with 15 top advisors, each doing several million dollars worth of business every year, The Million-Dollar Financial Advisor distills their universal success principles into 13 distinct lessons. Each is explained step-by-step for immediate application by veteran and new financial professionals alike.

Winning the Professional Services Sale

In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies.

Power Relationships: 26 Irrefutable Laws for Building Extraordinary Relationships

There are powerful but invisible laws that determine whether your relationships —with your clients, colleagues, and friends—will thrive or wither. These relationship laws are ever-present. When you align with them, the results are dramatic. Your network will grow rapidly. You’ll be seen by clients as a trusted partner rather than an expense to be managed. And you’ll find the people around you eager to help you succeed.

The Million-Dollar Financial Services Practice: A Proven System for Becoming a Top Producer

In The Million-Dollar Financial Services Practice, author David J. Mullen, Jr., reveals how to become a top-producing financial advisor using the method he has taught at Merrill Lynch and is famous for in the industry. This comprehensive book combines marketing, prospecting, sales, and time-management techniques into a system that will help listeners build a successful and lucrative practice. Containing templates, scripts, letters, and 15 tried-and-true Market Action Plans, this indispensable guide shows listeners how to take their financial services practice to the million-dollar level and beyond.

Professional Services Marketing

In the old days, professional service firms could survive without much marketing effort. Put together a team of good people, deliver strong service to clients, and you might get by just fine on repeat business and client referrals. For many, those days are gone. While repeat business and referrals are still necessary to grow, they're no longer enough to succeed.

Getting Naked: A Business Fable About Shedding the Three Fears That Sabotage Client Loyalty

Another extraordinary business fable from the New York Times best-selling author Patrick Lencioni. This new book in the popular Lencioni series shows what it takes to gain a real and lasting competitive edge.

Whether your dream is to lead a company, be a top producer in your field, overcome the self-destructive habits that hold you back, lose weight or make a difference in the larger world, Who's Got Your Back will give you the roadmap you've been looking for to achieve the success you deserve.

Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation

Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account.

Think like an Entrepreneur: Transforming Your Career and Taking Charge of Your Life

Tired of being at the mercy of the economy? Have you been downsized or are you keeping your head down, hoping that things will get better? This audiobook will help you to transfer your current skills into a new career.

Influence: Science and Practice, ePub, 5th Edition

Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the listener of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.

Dubito Ergo Sum says:"This book will change the way you see the world."

Never Eat Alone, Expanded and Updated: And the Other Secrets to Success, One Relationship at a Time

In Never Eat Alone, Ferrazzi lays out the specific steps - and inner mindset - he uses to reach out to connect with the thousands of colleagues, friends, and associates on his contacts list, people he has helped and who have helped him. And in the time since Never Eat Alone was published in 2005, the rise of social media and new, collaborative management styles have only made Ferrazzi’s advice more essential for anyone hoping to get ahead in business.

The New York Times bestseller, which for 10 years has been a must-have for women in business, is now completely revised and updated. In this new edition, internationally recognized executive coach Lois P. Frankel reveals a distinctive set of behaviors-over 130 in all-that women learn in girlhood that ultimately sabotage them as adults. She teaches you how to eliminate these unconscious mistakes that could be holding you back and offers invaluable coaching tips that can easily be incorporated into your social and business skills.

Scaling Up: How a Few Companies Make It...and Why the Rest Don't, Rockefeller Habits 2.0

It's been over a decade since Verne Harnish's best-selling book Mastering the Rockefeller Habits was first released. Scaling Up: How a Few Companies Make It...and Why the Rest Don't is the first major revision of this business classic. In Scaling Up, Harnish and his team share practical tools and techniques for building an industry-dominating business.

The McKinsey Mind: Understanding and Implementing the Problem-Solving Tools and Management Techniques of the World's Top Strategic Consulting Firm

McKinsey & Company is the most respected and most secretive consulting firm in the world, and business listeners just can't seem to get enough of all things McKinsey. Now, hot on the heels of his acclaimed international bestseller The McKinsey Way, Ethan Rasiel brings listeners a powerful new guide to putting McKinsey concepts and skills into action The McKinsey Mind.

Triggers: Creating Behavior That Lasts - Becoming the Person You Want to Be

In business, the right behaviors matter. But getting it right is tricky. Even when we acknowledge the need to change what we do and how we do it, life has a habit of getting in the way, upsetting even the best-laid plans. And just how do we manage those situations that can provoke even the most rational among us into behaving in ways we would rather forget?

The Dynamics of Effective Listening

While you may have the ability to hear and understand the spoken language, if you have not given serious practice to the art of active listening, then there are many things you have yet to learn about this most basic communication skill. Dr. Tony Alessandra has spent most of his professional career researching relationships between people and has found numerous ideas that can help anyone dramatically improve their communication skills.

Scrum

By the man who helped invent the red-hot management process known as "Scrum", Scrum unveils what is wrong with the way we currently do work, and how a simple set of principles, applied in exactly the right sequence, can accelerate productivity and quality as much as 1200 percent. Scrum (which gets its name from the formation in rugby in which the whole team locks its arms to gain control of the ball) is the reason that Amazon can launch a new feature on its website every day.

The Lords of Strategy: The Secret Intellectual History of the New Corporate World

Imagine running a business without a strategy. It would be akin to driving blindfolded, to building a house without a blueprint. The concept of strategy changed all that, paving the way for the creation of the modern corporate world. The Lords of Strategy provides listeners with a deeper understanding of the world they compete in, and a sharper eye for what works — and what doesn’t — when forging strategy.

Publisher's Summary

In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of your discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford.

The key to professional success, they argue, is the ability to earn the trust and confidence of clients. The creation of trust is what earns the right to influence clients; trust is also at the root of client satisfaction and loyalty. The workings of trust are even more critical in the new economy than in the old. Maister, Green, and Galford enrich our understanding of trust---yet they have also written a deeply practical book. Using their model of the "Trust Equation," they dissect the rational and emotional components of trustworthiness. With precision and clarity, they detail five distinct steps you must take to create a trust-based relationship. Each step---engage, listen, frame, envision, and commit---is richly described in distinct chapters.

The book is peppered with pragmatic "top ten" lists aimed at improving advisors' effectiveness that can be put to use instantly. This book will be welcomed by the inexperienced advisor and the most seasoned expert alike. The authors use anecdotes, experiences, and examples---successes and mistakes, their own and others'---to great effect. Though they use the professional services advisor/client paradigm throughout the book, their prescriptions have resonance for other trust-reliant situations---selling, customer relationship management, and internal staff functions like HR and information technology. The result is a tour de force---brilliant, penetrating, unique. It is essential listening for anyone who must advise, negotiate, or manage complex relationships with others.

I would highly recommend this book to anyone that is focused on a diverse client facing role. This content if adapted and employed in your daily work will have a significant impact on your client relations and the numerous benefits of taking those relationships to the next level. To quote the authors, "reputation before revenue".

As a chartered accoutant, I find this book extremly helpful to my daily contact with clients. The problems the authors are trying to solve are the ones I encourterd every day. I find the suggestions applicable to my situation and I've already used some of them in practice and received positive feedback from both colleagues and clients.

0 of 0 people found this review helpful

Mrs

Hale, United Kingdom

10/13/12

Overall

"Good good advice from a friend."

Like many similar works, the Maister and Co take a few simple, common sense themes and expand them into a fully blown philosophy. Like most things done well by experts; it all seems so simple, which it is, once you've read the book:- simple to understand, hard to do and (I bet) even harder to think of in the first place. An excellent book ,well written, easy to understand and inspiring, what more could you ask for?

0 of 0 people found this review helpful

Peter

Swansea, United Kingdom

10/5/12

Overall

"Finally - ive been looking for a book like this"

As a financial advisor ive been looking a book which can provide insight into the skills and attributes required in building client relationships which deliver true value to both client and advisor. I recommend this as a must read for anyone in an advisory role for whom the fundamentals of trust and honesty and providing excellence in your capacity as a trusted advisor is key to your philosophy and business ethic.

It looks into the aspects of building trust and how this is acheived and lost, provides perspective from both the client and advisor viewpoints. Most books ive come accross are driven from a sales perspective - 'how to close a deal' 'selling skills and techniques' etc, these are ok if your only concern is to make a sale and move on to the next one... however if you do beleive that building and growing relationships with your clients is the path to long term success and professional satisfaction then i recommend this one to you. Enjoy.

0 of 0 people found this review helpful

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